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Territory Visualization

Understand your territories faster with eSpatial

Balance and align your territories

Visualizing your territories on a map gives you a holistic view of them as well as the ability to balance and align your territories based on different values such as revenue potential.

Identify problem areas at a glance

A regional heat map helps to quickly identify areas for further investigation by highlighting high and low performing areas.

Present your findings visually

Visually presenting the findings from analysis makes it easier for the receiver to absorb the information. This can be done wit both static and live maps.

Background

Leading a sales organization is no easy task. You have to be on top of the numbers and understand exactly how different teams are performing across the organization. You need to be able to report on current sales performance and plan for the future. If growth continues the way it is, do we need more people on the ground?

You need balanced and fair territories that provide your sales reps with enough scope to hit their quotas. You also need to be looking at where there are potential risk areas that may need investigation further down the line.

All this information currently lives in spreadsheets across different databases. Extracting relevant information from these spreadsheets not an easy task when you are not an analyst.

When you have compiled your analysis and findings, you will need to present it to key stakeholders to ensure they fully understand and are able to make informed decisions for the success of the business.

Challenges

1. How to visualize current territories

If your current territories existing only in a spreadsheet or drawn on a map on the wall, you will find it very difficult to match these territories with sales data from their CRM system. Understanding the balance and alignment of these territories will also be quite time consuming.

2. Compare territory sales performance

Once you’ve identified that your territories are under or overloaded with customer accounts you need to find a way to realign and balance those territories. You can do it in a spreadsheet, but it takes lots of formulas and time to do it. You need it done now so that this downward trend does not continue.

3. Share findings with key stakeholders

You’ll need to be able to communicate your analysis and findings in an efficient and comprehensive manner when reporting to key stakeholders. You need to show them your rough work so that they trust the data you are presenting them with.

Solution

1.Territory Builder

The Territory Builder was used to create territories from the existing spreadsheet to provide a visualization of the spreadsheet data. You can build on Zips, Counties and States. Color-coding them based on the territory manager gives you a really quick overview of the size of the territories geographically.

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Territory Builder

2.Regional Heat Maps

Regional Heat Maps are used to quickly compare sales performance across the territories built in the Territory Builder by overlaying said territories with sales and rep data from your CRM. This map highlights performance by sales value of each territory. Applying labels would help to quickly identify if they are under or over budget for the year to date.

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Regional Heat Maps

3.Map Exports

When it came to reporting the findings to key stakeholders, the Senior VP of Sales Operations exported the maps as JPEG files to use in his PowerPoint presentation. In addition to the map images, he included a secure link to the live map for the stakeholders to view at a later time.

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Map Exports

Outcome

Using the eSpatial Territory Builder, you will not only be able to visualize your existing territories, but you will be able to overlay them with your sales data to dig deeper. From a quick glance at a regional heat map which looks at your aggregated sales revenue per territory, you will be able to see which areas are high or low performers. You can then prioritize the investigation or analysis of these areas.

You may find that your territories are unbalanced and that they require realignment. Perhaps the low performing areas are being serviced by fewer sales reps than the high performing areas. Should you require more sales reps on the ground, you now have the data to back up your decision to ramp up recruitment in particular areas.

This data lives on a map and can be shared in various formats with different key stakeholders. Some may require a quick snapshot, others may require an interactive version for them to understand the numbers better. All of which you can do with eSpatial.

Find out more about visualizing territories with eSpatial

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